Motivating and Coaching Your Sales Team: The Tools for Success December 21, 2009

Have you fallen into “reactive mode” with your sales force?

Today, sales managers need the right coaching and motivational tools to improve their sales teams’ competencies and overall skill sets. A proactive sales manager can increase the chances of team success by developing awareness of each individual’s needs and drivers before the sales call. Now discover an in-depth, strategic approach to sales force success that’s not covered in conventional sales management courses.
HOW YOU WILL BENEFIT

* Use the Personality Matrix to better understand your coaching style—and learn how to make yourself a more valuable mentor to your team.
* Enable your salespeople to achieve their full selling potential.
* Build a confident and competitive sales team.
* Leverage reward and recognition programs for maximum performance results.
* Learn to use specific motivational tools based on individual needs and drivers.

YOU WILL LEARN

* How to create a mutually defined sales culture
* How to differentiate between strategic management and tactical coaching
* How to identify five characteristics of a successful coach
* How to identify the steps of your organization’s sales process and how to assess your team’s progress throughout the sales cycle
* How to recognize each team member’s personality style, and determining whether their personalities are aligned with the needs of their jobs, or whether they need to be coached to meet those needs
* How to motivate your team through effective communication
* How to differentiate between leadership and management
* How to identify A, B and C players and how to make necessary adjustments in the effort you spend in coaching them
* How to develop individual and team activities to foster a strong sales culture
* How to leverage reward programs and group dynamics
* How to examine key course tools as they apply to a relevant case study

WHO SHOULD ATTEND

Vice presidents and directors of sales, sales managers, sales coaches, sales trainers and general managers.
COURSE OUTLINE

Learning Objectives

* Differentiate behavioural styles within your sales organization to quickly identify strengths and weaknesses
* Establish a proactive management role rather than a reactive one
* Differentiate among coaching, motivating, training, and counseling
* Define and develop a successful culture that has energy, enthusiasm and accountability, and create a better work environment with increased morale
* Describe how to motivate team members to motivate themselves

Creating A Coaching Philosophy

* Identify the characteristics, personality, and behavioural traits of an effective sales coach
* Describe common fears and phobias, and work to overcome them
* Create a mutually defined sales culture
* Differentiate between strategic management and tactical coaching

Profile of A Successful Coach

* Identify the five characteristics of a successful coach
* Describe how your personality style impacts your ability to coach effectively and how to recognize personality styles of others
* Identify when to use coaching communication strategies through effective listening

Analyzing Your Existing Sale Force

* Identify the steps of your organization’s sales process, and consider how to assess your team’s progress throughout the sales cycle
* Recognize each team member’s personality style, and determine whether their
* personalities are aligned with the needs of their jobs, or whether they need to be coached to meet those needs
* Identify your team’s resource needs
* Define key performance standards for the sales force
* Clarify your team’s internal and external training and development needs

Leadership

* Identify the characteristics of an effective leader
* Motivate your team through effective communication
* Differentiate between leadership and management
* Identify A, B, and C players and how to make necessary adjustments to the effort you expend in coaching them

Team Building

* Describe the motivational drivers behind your sales team
* Develop individual and team activities to foster a strong sales culture
* Identify ideas for a mentoring program that will encourage growth

Reward and Recognition

* Determine when, why, and how to reward and recognize individuals in your organization describe how to leverage reward programs and group dynamics
* Identify the five characteristics of sales competencies
* Create a growth strategy for a top performer

Final Case Study

Official Website: http://www.focustraco.com/index.php/tm-training-schedule/details/319-107205